When the market violently reacted to President Trump’s tariffs, it was a time where financial advisors’ phones were ringing off the hook with concerned clients on the other line. But this time also presented an opportunity for said advisors to ensure their clients’ affairs were in order and as prepared for these downturns as they could be.
Especially for investors with long time horizons, advisors reminded their clients that markets go up and down and portfolios can handle jostles such as this.
Take the Long View
“I try to remind my clients that we have a long-term plan in place to account for market downturns and volatility,” explained Vinee Mehta, founder of Truly Unbiased. “I reassure them that their portfolios are allocated properly and the best thing to do is not focus on the short term gyrations of the market.”
Rather than stare at their investments or retirement savings plummeting, Mehta encourages his clients to focus on things within their control. That can include making sure that their estate plans are up to date.
Recognize Concern Is Natural
While handling dozens of upset clients back to back can certainly be a lot, it’s important for advisors to recognize and validate each investor’s feelings and listen to their concerns.
“During downturns, clients are naturally more reflective about their financial goals, legacy, and the long-term impact of their decisions,” said Chitra Patel, founder of WealthWorth. “We use this moment of pause to have deeper conversations — not just about portfolio performance, but about purpose. We revisit estate plans to ensure they reflect current wishes, account for life changes, and maximize tax efficiency in today’s landscape.”
Downturns present an opportunity for reflection on what’s most important and how a person’s investments and strategies are working toward that purpose. Patel adds that this can be, “an opportunity to realign, refocus, and reinforce the foundations of our clients’ financial lives — and that includes estate planning.”
At these unnerving times, advisors’ emotional role is particularly on stage and of value to their clients.
“Ultimately, it’s about showing up for our clients with clarity, empathy, and proactive guidance — helping them protect what matters most, no matter the market cycle,” Patel noted.
Clients Want Advisors to Handle Their Estate Planning Needs
Investors are placing increasing importance on estate planning and have a strong desire for this service to come from their financial advisor. In fact, Trust & Will’s 2025 Annual Estate Planning Report found that 70 percent desire estate planning as one of the comprehensive financial planning options from their financial advisor and 40 percent will switch to an advisor just because they perform estate planning.
Not Just Important to Discuss in the Good Times
Estate planning shouldn’t only be a topic that’s discussed at the end or beginning of the year, nor should it be relegated to merit conversations only when the market is doing well and there is seemingly nothing to worry about.
“[Estate planning is] especially powerful in times of uncertainty,” Patel said. “Gifting strategies, valuation discounts, and revisiting trust structures can be more advantageous when markets are down.”
Interested in partnering with Trust & Will to enhance your own clients’ estate planning needs? Learn more about how you can join over 17,000 financial advisors and firms who are delivering peace of mind to their clients by offering a comprehensive estate planning solution. Schedule a free demo today.
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